The Pipeline

SEPTEMBER 19, 2019

Despite all the tools, processes, enablement initiative, and more, more and more are asking “So, where’s the revenue?” ” People achieving quota is down, the close rates are relatively flat, and sales leaders are openly questioning the activities of their teams. What’s a sales leader to do? Here’s an idea: [link].

Revenue 268

Revenue Quota Relationals Tools 268

The Pipeline

MARCH 21, 2019

Ask a question you can answer because you delivered it for someone they can relate to. Relate can mean competitor, someone they model, a thought leader, and more. For all the e-mail only jockeys, it is something they will never experience; no immediacy, nothing to leverage.

Objections 310

Objections Handbook Lead Rank Energy 310

The Pipeline

DECEMBER 4, 2018

I want the security of knowing my money is safe, don’t care or need to know the type of encryption, centralized or decentralized database, layers of this or that, years of experience, who else uses it, blah blah blah… any of that product related stuff sellers love to believe. Rosetta Stone. Bore Them to S**t with Bits and Byte.

Banking 225

Banking Pipeline Lead Rank Lead Scoring 225

The Pipeline

FEBRUARY 9, 2021

If they can relate to the outcome, and the question is easy to answer, you can move to a conversation. Script for outcomes, remember you interrupted them, so you need to stay ahead of the objection. You have 25 seconds to paint the right outcome, then 6 seconds to ask an impact question.

Prospecting 369

Prospecting Real Estate Quota Video 369

The Pipeline

SEPTEMBER 14, 2021

Even people who do not admit to a need or pain can relate to where they would like to go. Also, having a forward focus allows you to engage with people in pain as well as people who most would describe as Status Quo. The opportunity is not to get lost focus on the wrong thing, current problem vs. beneficial future. Rinse & Repeat.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

MARCH 3, 2020

Sales Scrum is a bi-weekly podcast series hosted by sales thought leader Tibor Shanto featuring a range of voices from Marketing, Sales and other related disciplines. In each episode, Tibor and his guests explore elements of sales and selling with the goal of creatively addressing complex revenue-related issues.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

The Pipeline

JULY 6, 2021

This has changed the buying process and cycle, but not all related habits. If you go back and look at how purchases unfold, you’ll find buyers are not as confident or clear as they posture. This is an opportunity for sellers to take a leadership role in helping process of helping buyers cope with change.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

The Pipeline

JANUARY 28, 2020

If your solution can indeed help prospects facing challenges relating to these processes, it makes more sense to start with those, rather than things they were not thinking about when you called. Better to start with something they can relate. Get In Their Head. What is that?

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

The Pipeline

MAY 14, 2019

Leading managers to reach into their past or corporate manual, pick out their favourite metric, then double down on it. Numbers being relative, this may not always be the best plan. As a small change in one sales number can lead to significant changes in unanticipated or untracked ways. Relatively Speaking.

Sage 313

Sage Quota Coaching Proposal 313

The Pipeline

DECEMBER 4, 2014

One would be full of things relating to fishing, another would be all decked up with pictures of golf courses and golf related chachkas. I remember reading somewhere about a company that had set up different office, each with a different motif.

Intent 306

Intent Webinar Metrics Relationals Account 306

The Pipeline

NOVEMBER 30, 2021

I would be curious to hear whether you can relate to the actions taken by the team? What are you willing to do to win, how deep will you go? In the video I describe a real-world scenario, changing the names to protect the innocent. What would you have done, what have you done what are you willing to do? What’s at your core?

Sports 188

Sports Intent B2B Education 188

The Pipeline

MARCH 12, 2019

Avoid your product; focus on how they relate to the contribution you make to their direct benefit. The principal reason is, and if you blow this, you’re beat, the question is not about or related to your product or any product. You gotta get them to think! A good question is a speed bump. I’ll just say 360 Degree Deal View.

Travel 229

Travel Buyer Trends Relationals 229

The Pipeline

SEPTEMBER 25, 2017

Buyer may be uncertain about a number of things related to their purchase, which impacts the level of risk they perceive. They take a “real life” scenario, which is usually not based on the average experience, but the absolute best-case scenario, usually one your current buyer does not always relate to.

Vendor 272

Vendor Buyer Travel Objections 272

The Pipeline

OCTOBER 22, 2019

We covered a wide range of issues relating to B2B sales. They speak from experience, rather than the second-hand view from the press booth, far from the field. I recently had the pleasure to chat with Jeff Bajorek , on his “ The Why and The Buy ” podcast.

B2B 133

B2B Relationals Sales 133

The Pipeline

JULY 16, 2019

Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable. I understand every minute counts and stopping to do something related to an event six months ago may seem odd. Not in why that deliverable will be utilized or the ultimate business impact it helps the company achieve.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

SEPTEMBER 13, 2013

No matter what he was presented with by his manager or I that in any way related to structure, he quickly set aside with a counter argument; an argument which usually impressing him more than me. More than fly by the seat of his pants, you could call this guy a “spiritual seller”, it seem to be his only guide and benchmark.

Scale 300

Scale Exercises Relationals Objections 300

The Pipeline

FEBRUARY 19, 2019

Whether by design or omission, the messaging and related sales effort is mostly geared to this group of buyers. Unlike the other smaller segments, this group has no compelling event to relate to. It comes with two, for me worthwhile, conditions. First, understanding that with this group the challenge is not timing, it is propensity.

SME 225

SME Quota Groups Buyer 225

The Pipeline

SEPTEMBER 14, 2017

If based on your process and onboarding, and related training, there is still a divergence around this core issue, you need to stop, step back and plug this hole. What I found that unless you get a uniform answer to that question, you can bet that they don’t even know what a prospect is. That lack of definition is rarely the reps’ fault.

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

The Pipeline

FEBRUARY 6, 2018

When you examine what they committed to, and steps they may have taken, it is clear the objective and effort are minimal and has little impact on how they sell and the related results. The opposite is also true, small or less significant commitment and related action/effort, lead to less noticeable and meaningful changes. Correlations.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

The Pipeline

NOVEMBER 23, 2011

their mission is to provide small and medium size organizations with relative, informative and entertaining business related videos via the internet. I was recently invited to contribute to a new venture, BiZ TV Canada Inc.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

OCTOBER 12, 2013

Over the next couple of weeks I will be presenting three different webinars on 3 related topics that you should register for and attend. By Tibor Shanto - tibor.shanto@sellbetter.ca. October 23 - Time – Prospecting – And Getting the Jump On Both. Click here for more detail and registration.

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

SEPTEMBER 17, 2019

Business practices tightened up with the downturn; decisions were reviewed questioned and killed early if they did not relate to maintaining the business. The credit markets tried up, as did funding for projects, and related purchases. More related to a process you’ve discussed.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Pipeline

MARCH 6, 2014

I don’t blame them for doing so, but it occurred to me that my mistake was not related to Sales 101 at all. Sales 101 in my experience relates to actually acting, as in the act of proactive prospecting, acting on an idea, or acting in a way that gets the results you set out to get.

ACT 288

ACT Call-back Relationals Prospecting 288

The Pipeline

JULY 27, 2017

I recently worked with a leading telco provider, and in doing this and a related exercise answering the question “why do people buy from you and your company?”. The Alpha rep in the group offered up, “We sell productivity, that’s why people buy from us, we make them more productive.”

Transportation 225

Transportation Trade Show Exercises Call-back 225

The Pipeline

NOVEMBER 21, 2013

The means is to shift the focus from BANT related areas to the buyer’s objectives. None of them were sales training related (product), but they were all clear to the buyer, once presented in a specific light, and they all begged the question – “how do we do that, how do we achieve that so we can move towards the ultimate goal?”.

Objections 300

Objections Sales Cycle ACT Buyer 300

The Pipeline

FEBRUARY 10, 2012

Stored in Appointments , EDGE Sales Process , Funnel management , Prospecting , Sales Strategy , Sales Success , execution. I was working with a group of sales managers earlier this week, including observing some pipeline reviews. They did the usual things, relatively well for the most part, and in relatively the same way.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

MAY 29, 2014

We touched on a range of topics relating to sales, sales tools, automation, social selling and more. By Tibor Shanto - tibor.shanto@sellbetter.ca. On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link).

Video 257

Video Cold Calling Closing Social Selling 257

The Pipeline

APRIL 2, 2019

The great thing is that the average sales person will do this revisit, but much later in the year, usually the start of Q4 when the clouds roll in. But by revisiting them in a relatively short timeframe, you can engage with people who still have the requirement to deliver against objectives but are now on a different path to achieving them.

Top of Funnel 271

Top of Funnel Vendor Funnel Pipeline 271

The Pipeline

SEPTEMBER 25, 2012

As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout.

Strategy 266

Strategy Small Business Small Business How To 266

The Pipeline

APRIL 23, 2019

Related Resources. Taking this action alone will help distract you in ways that will benefit you when you go back to your safe zone. Being environmentally friendly in prospecting has benefits for the buyer and you. Objective Based Selling. 360 Degree Deal Review.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

OCTOBER 16, 2018

An interesting thing happens here, the questions they ask you will begin to more closely relate to their own specifics. One of the most critical opportunities with the above approach is to have a prospect have a breakthrough vis-a-vis themselves and their objectives, not a discovery relating to product.

SME 225

SME Objections Buyer ROI 225

The Pipeline

JUNE 18, 2019

May sound extreme at first, surely we can function while thinking about two related things. He insisted that any energy, time, anything at all, directed away from Plan A, is foolishly squandered. No matter how small or brief, any power diverting any assets from Plan A is a critical waste. Shelter and food were not the primary drivers.

Resources 252

Resources Energy Commission Exercises 252

The Pipeline

JUNE 10, 2013

As you are doing research ahead of your meeting, look for recent events, announcements, or analyst coverage, not specifically related to your product, but significant for the company and or the person you are meeting.

Sports 296

Sports Meeting Exercises Buyer 296

The Pipeline

APRIL 1, 2013

How do you in fact increase efficiencies, what has been the actual impact of that increased productivity, and how can you best present it in a way that the buyer can relate to in their world. By Tibor Shanto – tibor.shanto@sellbetter.ca. Wyoming Roundup. It takes little extra effort to replace the generic phrases with actual example.

Wireless 280

Wireless Transportation Margin Follow-up 280

The Pipeline

MARCH 27, 2013

In addition to the video you may also want to read The WOW Approach to Price Negotiations , these other price related pieces. Some buyers use this as tactic, some are genuinely trying to get the best deal they can, either way, the seller needs to be prepared for the objection and how to handle when it comes. What’s in Your Pipeline?

Objections 239

Objections Video Handbook Face-to-face 239

The Pipeline

NOVEMBER 19, 2012

Closing business, failing to prospect, and ensuring the traditional lull in the pipeline and related activity at the start of the year. How many times have you thought of something relating to an account or opportunity as you were driving between calls, only to have it leave your head by the time you get back to the office?

Commission 291

Commission Face-to-face Call-back Pipeline 291